Sales Hacker

JANUARY 29, 2018

Traditional Sales Organizations – Growth of headcount in sales was structured around revenue per individual contributor (IC). The model used a waterfall-like model that ramps up over the course of a year, in which an individual contributor brings in $2M/IC per year. POD Modeling. This may take >24 months.

Sales Recruiting 75

Sales Recruiting Scale Sales Hiring Sales 75

OPEXEngine

DECEMBER 17, 2019

My experience reinforces the fact that SaaS business model variants and approaches to measuring performance via metrics are still very much undefined. This is true even though selling software on a subscription basis has been around for well over 20 years. What should your operating margin target be?

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

Sales Enablement, SaaS and Growth

MARCH 23, 2020

David Cancel of Drift often talks about letting your ideas “ cross-pollinate ” and mental models can be a catalyst for that. I leveraged many of the 52 mental models while working at various software as a service (SaaS) companies, but in truth, they can be applied anywhere, regardless of industry. Operational efficiency.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213